Winning in High-Risk, High-Stakes Negotiations

Negotiation is a leading concern for corporate executives today. When it’s not performed effectively, it can lead to financial disaster, as we’ve seen in the past few years. Being able to negotiate artfully is a “leadership competency.”

In this HBR webinar, based on the new HBR Spotlight article “Extreme Negotiations,” Jeff Weiss and Major Aram Donigian focus on the critical strategies developed by the military and use real-life examples of generals and CEOs who have successfully negotiated under pressure.

Jeff Weiss is an adjunct professor at the U.S. Military Academy at West Point and a partner at Vantage Partners, a Boston-based consultancy specializing in corporate negotiations and relationship management, where he focuses on sales negotiations and strategic alliances. He is also author of the HBR Guide to Negotiating.